Palo Alto Networks

Palo Alto Networks

Senior Manager of Technical Partnerships

Santa Clara, United States of America · Senior · Full-time

Sponsorship not specifiedDetected 1 day ago
CybersecurityProduct ManagementProduct StrategyBusiness DevelopmentSD-WANLeadershipCollaborationProblem Solving

About the role

  • This is not a traditional ecosystem role

Responsibilities

  • Lead Technical Business Development: Proactively identify and hunt for partners that accelerate SASE growth, specifically focusing on high-volume SMB scaling opportunities.
  • Own the Deal Lifecycle: Drive partnerships from initial outreach and business case development through legal paperwork, technical scoping, and final execution.
  • Act as a Strategic Product Advisor: Partner with the VP & SVP of Product and C-level executives to recommend specific partnership investments that will unlock new ARR and competitive advantages.
  • Ensure Seamless Execution: Lead the hand-off from "deal signed" to "product reality," working with core PMs and engineering to ensure partner commitments are delivered and scaled.
  • Direct High-Level Negotiations: Navigate complex business and technical trade-offs with partner CTOs and Heads of Product to align long-term roadmaps.
  • Drive partnerships from initial outreach and business case development through legal paperwork, technical scoping, and final execution.
  • Partner with the VP & SVP of Product and C-level executives to recommend specific partnership investments that will unlock new ARR and competitive advantages.

Requirements

  • 8+ years of experience in Technical Business Development, Product Management, or Strategic Alliances within the Cybersecurity or Networking space.
  • Execution Excellence: A proven "closer" who has personally moved deals from white-space identification to signed contracts and launched integrations.
  • Entrepreneurial Mindset: Ability to be "scrappy" and operate with a start-up mentality to achieve outsized results within a large-scale organization.
  • If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.
  • Ability to be "scrappy" and operate with a start-up mentality to achieve outsized results within a large-scale organization.
  • Required Qualifications
  • Strong Technical Fluency: Ability to lead deep-dive architectural conversations and "speak the language" of both sales leaders and product engineers.
  • Strategic Vision: Ability to proactively identify market shifts and provide data-driven recommendations to leadership on "where to play and how to win."
  • Executive Presence: Experience negotiating with and influencing C-suite stakeholders at global technology firms and internal executive leadership.

Nice to have

  • Product Management Background: Previous experience as a PM or technical leader is highly desirable to ensure deep alignment with the SASE product org.
  • SASE & Cloud Expertise: Deep understanding of the SASE ecosystem, including SD-WAN, SSE, and browser-based security.
  • Technical Degree: Bachelor's degree in Computer Science, Engineering, or a related technical field.
  • Compensation Disclosure
  • We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo.
  • Palo Alto Networks is an equal opportunity employer.
  • All your information will be kept confidential according to EEO guidelines.
  • Is role eligible for Immigration Sponsorship?: Yes

Skills

  • Deep understanding of the SASE ecosystem, including SD-WAN, SSE, and browser-based security.

Compensation

  • The compensation offered for this position will depend on qualifications, experience, and work location.
  • For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below.
  • The offered compensation may also include restricted stock units and a bonus.

Benefits

  • A description of our employee benefits may be found here.

Company info

  • In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
  • We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.
  • At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life.
  • We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
  • Here, everyone has a voice, and every idea counts.
  • In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry.
  • This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion.
  • We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
  • If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
  • We believe collaboration thrives in person.
  • That's why most of our teams work from the office full time, with flexibility when it's needed.
  • This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.
  • Disruption, Collaboration, Execution, Integrity, and Inclusion.

Equal opportunity

  • If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.
  • equal opportunity employer.

Visa & Work Authorization

  • Is role eligible for Immigration Sponsorship?: Yes
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This listing is sourced directly from Palo Alto Networks's careers page and normalized into a canonical job model.